Buyer Intent Data
Business Wire | October 26, 2023
Salesloft, provider of the first and only global AI-powered revenue workflow platform, today announced performance metrics for sellers who have adopted Salesloft Rhythm, which launched in June 2023. Powered by a proprietary, patent-pending AI engine called Conductor AI, Rhythm translates buyer behavior into the most immediate and impactful seller actions in a single prioritized workflow customized to each seller.
Tangible Results for Rhythm Users
Despite its recent launch, customers are already seeing positive outcomes from using Rhythm. Trending data shows sellers who use Rhythm are more productive. Account executives are completing 39% more tasks per day post-Rhythm adoption, while sales and business development reps are seeing a 57% lift in productivity. These productivity gains provide sales leaders with the ability to deliver revenue outcomes with far greater predictability, a key requirement in today’s market as leaders balance both growth and profitability.
Active users are also benefiting from 23% more meetings scheduled for the same amount of activity by using Rhythm. More meetings mean more time in front of customers and more opportunities to land and close new deals.
Trending data across the global Salesloft customer base around win rates and cycle times are expected to become available in the first half of 2024. Performance metrics show sellers using Salesloft Rhythm have also experienced:
20% reduction in average deal length
25% increase in close rates
39% decrease in activities needed to schedule a prospect meeting
2x increase in average contract value (ACV)
“Salesloft Rhythm takes my energy and hyper-focuses it in a single workflow,” said Shane McEnany, Sr. Account Manager at Moody’s Analytics. “I spend a lot of time researching a company to find the right fit. Before Salesloft Rhythm, those companies would still fall to the wayside. Rhythm doesn’t let me forget that it’s time to follow up with my buyers. It keeps me focused and it helps me close the deal. It’s a game changer for me.”
"When I was an account executive, I spent at least 30 minutes of admin time per day figuring out my priorities," said Vedant Namboodiri, Global Sales Operations Manager at Cin7. “Now that our AEs have Salesloft Rhythm, this activity is automated for them. It’s brilliant. Not only is it brilliant for closing activities, but AEs are able to easily manage leads as well as opportunities through Rhythm. They know exactly what to focus on when they start their day. Rhythm leads them from task to task, every single one on the list. With Salesloft Rhythm, they’re able to spend their time where they make the most impact, which is in front of customers – not doing all the admin tasks that have historically hogged their time."
Salesloft Expands Partner Ecosystem and Open API
Salesloft also announced today 10 new partner integrations with Rhythm in Q4 2023, including LeanData, LeadIQ, Showpad, UserGems, Correlated, Reachdesk, Equilar, Trumpet, Influ2, and B2Brain. June launch integration partners included DocuSign, G2, Seismic, Vidyard and Highspot, with dozens more on the roadmap for 2024. Salesloft is also expanding its open API to now allow customers to connect and ingest data from internal systems into Rhythm, resulting in even greater workflow optimization and customer insights.
Rhythm is the only workflow engine that connects to an expansive ecosystem, and it’s these same partner and customer integrations that are the key to unlocking the greatest insights, actions and outcomes from the Rhythm workflow. Here’s how:
Rhythm ingests buyer signals from across the Salesloft platform and partner integrations.
Conductor AI then ranks and prioritizes the next best step in their workflow based on importance and impact to give sellers a clear, comprehensive list of actions they can execute in the platform.
Conductor AI is constantly learning what actions drive successful outcomes and re-prioritizes the Rhythm workflow in real time based on incoming signals.
Salesloft Rhythm helps sales teams work more repeatably, more scalably and more successfully, said Ellie Fields, Chief Product and Engineering Officer at Salesloft.
“In recent years selling became inundated with too many low-value tasks. Rhythm lets sellers focus on engaging with buyers while providing a proven workflow and the insights needed to drive customer outcomes with consistency and repeatability. It’s a signal-to-action engine that brings together all buying signals in one place, generating a list of actions prioritized by how likely the action is to progress deals. The result is that a seller can focus their time on what really matters.”
Continued Salesloft Momentum in Europe
Salesloft is also seeing significant growth and momentum in the European market. In the last three years, Salesloft quadrupled revenue from the market and welcomed more than 1,000 new Europe-based customers while growing employee headcount 5x in the region to support customer growth.
In April 2023, Salesloft became the first Sales Engagement provider to introduce full platform localization in French, German and Spanish to better serve sellers and enterprise companies around the world. Salesloft also opened an engineering Center of Excellence in Warsaw, Poland in September 2023 and entered into a long-term lease for office space in London, which is set to open in December. Most recently, Salesloft hosted executives from hundreds of customer, prospect and partner companies at the Saleslove on Tour conference in London on October 17 and 18.
November 2023 Saleslove Conference: The Future of Selling
Salesloft will bring its Saleslove on Tour conference to Austin, Texas on November 16, rounding out a year of Saleslove on Tour events that brought together nearly 1,000 executives from hundreds of the world’s top-performing sales organizations. The focus of the Austin event will be the future of seller workflow. Attendees will get a look at the latest Rhythm enhancements as well as the vision and product roadmap. Register now for the complimentary event.
About Salesloft
Salesloft is the first AI-powered revenue workflow platform that brings certainty to every revenue action and customer interaction. Close more deals, forecast more accurately, and coach to success throughout your revenue organization. Thousands of the world’s top sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft. For more information visit salesloft.com.
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ABM Accounts
CMSWire | November 02, 2023
HubSpot, Inc. (NYSE: HUBS), the customer platform for scaling businesses, announced today that it has entered into a definitive agreement to acquire Clearbit, a top B2B data provider, to help HubSpot customers grow with industry-leading customer intelligence.
Real-time, unified data is at the core of the HubSpot customer platform. HubSpot unifies first-party customer data and connects it with native marketing, sales, and service engagement tools. With Clearbit, HubSpot will be able to bring rich third-party company data into its system of record, making HubSpot the central source of truth for go-to-market professionals. From tracking website visits to monitoring a company’s news announcements, HubSpot will be able to provide front-office teams the most comprehensive context about their customers and prospects–at a time when it is so critical to identify best fit customers and purchase intent.
To cut through the noise with deep relevance, businesses need reliable, high-quality data about their customers. That means enriching your company’s internal customer data with real-time external context, said Yamini Rangan, CEO of HubSpot. Clearbit has made it its mission to collect rich and useful data about millions of companies. HubSpot’s AI-powered customer platform combined with Clearbit’s data will create a powerful, winning combination for our customers.
Clearbit helps businesses enrich customer records with over 100+ firmographic, demographic, and technographic data points from public and private data sources including social profiles, company websites, crowdsourcing, and more. Over 400,000 users rely on Clearbit’s robust data across 20 million companies and 500 million decision-makers to identify high-fit prospects, understand purchase intent, and effectively connect with customers.
While it has become easier to gather company and contact data over the past few years, it is still challenging for scaling businesses to analyze and use that data. With the combination of Clearbit and HubSpot AI in one platform, HubSpot customers will be able to easily understand their data and pull actionable insights.
"Clearbit has always believed that data is fundamental to the best B2B go-to-market teams," said Matt Sornson, Co-Founder and CEO of Clearbit. "By joining forces with HubSpot, the industry's most loved B2B customer platform, we will unlock a whole new level of value for our customers and help all of B2B grow better.”
Clearbit has been available to HubSpot customers as part of the HubSpot App Marketplace since 2019. As part of this acquisition, HubSpot remains dedicated to upholding its high standards of responsible data sourcing, transparency, privacy, and security.
Upon completion of the transaction, Clearbit will become a wholly owned subsidiary of HubSpot and eventually be integrated as an offering within HubSpot’s customer platform.
About HubSpot
HubSpot is the customer platform that helps businesses connect and grow better. HubSpot delivers seamless connection for customer-facing teams with a unified platform that includes AI-powered engagement hubs, a Smart CRM, and a connected ecosystem with over 1,500 App Marketplace integrations, a community network, and educational content. Learn more at www.hubspot.com.
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Core ABM
GlobeNewswire | September 29, 2023
Foundry (an IDG, Inc. company) released its third annual 2023 ABM and Intent Benchmarking Study today, which dives into the uses, goals, and challenges of account-based marketing, as well as how intent data is used to fuel ABM programs and the success and challenges tech marketers see with intent.
Account-based marketing has taken the B2B marketing world by storm, and the enthusiasm shows no signs of slowing down. In fact, this year’s research found that 96% of tech marketers have a documented ABM strategy and 93% feel that their ABM efforts have been extremely or very successful, which is up from 84% when the study was conducted last year.
Here is a closer look at some of the findings from this year’s study:
Tactics and tools supporting ABM
The landscape for account-based marketing expansion looks promising, as an overwhelming 95% of marketers anticipate that their ABM budgets will increase in the next 12 months. This is a notable uptick from previous years – 90% expected an increase in 2022 and 84% in 2021.
Respondents to the survey are using a variety of ABM tactics to support their marketing objectives. These tactics include sales activation/account analytics (cited by 53% of respondents), target-account lead generation (50%), account-based advertising (48%), and content syndication, IP address intelligence, and personalization, all of which are equally cited at 47%.
Marketers are also leveraging a mix of tools and channels to support their ABM efforts. Customer marketing (43%) and paid social (40%) are the most widely used resources, followed by content syndication (32%), organic social (28%), and SEO (26%). When it comes to measuring the success of ABM initiatives, marketers use a diverse range of metrics. The top three include customer satisfaction scores (cited by 48%), site visits from target accounts (43%), and revenue generated (40%).
Intent data is fueling ABM efforts
Another key component of Foundry’s study is the use of intent data with ABM marketers. The research shows that 91% are using intent data/scoring to prioritize their accounts and to identify what content should be served within ABM campaigns.
Intent data also plays a key role in identifying target account lists, a practice used by yet another 91% of marketers. Marketers have also extended their use of intent data and are increasing the number of sources they are using, cited by 92%.
When it comes to the primary goals of using intent data, marketers are focused on optimizing lead scoring models (cited by 47% of respondents), followed by building audience segments for ad campaigns (43%), identifying new accounts (43%), generating higher quality leads (42%), and monitoring potential customer churn (42%).
The goal of any ABM campaign is to generate qualified leads and the survey results indicate a strong correlation between the number of data sources used and lead gen success. About 48% of all marketers said between 11% and 50% of the leads generated from their marketing campaigns become sales-accepted leads and 47% said 51% and 80% are sales-accepted.
The challenges ABM marketers face
Success isn’t always the case when it comes to marketers and their ABM programs. Only 1% said they don’t experience any challenges with ABM, and the top reported challenges are measuring the success of their programs (35%), attributing the success of the different ABM tactics and channels (34%), and their tech stack being overly complicated (29%).
The same sentiment goes for intent. Marketers need help with intent data, specifically with getting their sales teams to trust the intent data quality (49%), measuring the impact of intent data on pipeline (48%), and combining intent from multiple data sources (47%).
Ninety-two percent of marketers also cited that it’s important that they know the exact sources of intent data when working with a provider. Just over half of respondents listed criteria for when they chose a data provider, such as: vendor reviews/analyst evaluations (rated as very or somewhat important by 97%), sample data that can be independently validated (97%), and peer recommendations (95%).
This research indicates that even as ABM and intent have come mainstream in B2B, marketers are now, more than ever, focused towards measuring the impact of both ABM campaigns and intent data, said Tukan Das, Vice President and Product Manager, Foundry.
For more information and to see the full results from the ABM & Intent Benchmarking study, please view the white paper.
About the 2023 ABM & Intent Benchmarking Study
The 2023 Foundry Account-Based Marketing (ABM) and Intent Benchmarking Study was conducted via online questionnaire in August of 2023. 500 total respondents with marketing titles were collected from NA (60%), EMEA (20%) and APAC (20%) regions. 40% of respondents are from the manufacturing (computer-related) industry, 27% are from high tech, and 12% from software/computer services. Others include e-commerce, independent software vendors, telecom carriers, and cloud & DC service providers. Foundry conducted the study to understand the workings of ABM and its evolution and adoption compared to traditional marketing approaches.
About Foundry, an IDG Inc. Company
Foundry helps companies bring their visions to reality through a combination of media, marketing technologies, and proprietary data on a global scale. Our intent data and martech platforms are powered by data from an owned and operated ecosystem of global editorial brands, awards, and events, all engineered and integrated to drive marketing campaigns for technology companies. Foundry is dedicated to generating and innovating with data, driving demand for technology marketers with 38 offices in global markets. Foundry is a wholly owned subsidiary of International Data Group, Inc. (IDG), the world’s leading tech media, data, research, and marketing services company. To learn more about Foundry, visit www.foundryco.com.
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